The four cornerstone concept can be applied to a wide-range of subjects dealing with investments, wealth management and financial services, including but not limited to: Retirement Income; Insurance; Fixed Income and Active & Passive Investing.

Having defined the major elements of such topics, explain their importance by providing support or evidence referred to as SAFE1 or SAFE2.

SAFE1 refers to technical substance: Studies and Statistics; Analytics; Facts; and Experts.

SAFE2 refers to subjective support: Stories; Analogies; focusing on Feelings; and your “Fifth Element.”

Too much SAFE1 and clients’ eyes will glaze-over. Too much SAFE2 and they’ll be left wondering if you have the technical bona fides to do the job.

Finding the right balance of SAFE1 and SAFE2 will make your presentations compelling and effective.